LESSON PLAN

PLANNING AND DECISION MAKING

CORPORATE LEARNING COURSE
TEAM BUILDING BLOCK
SEMINAR 3.5

SCOPE
This lesson discusses planning and decision making as very important concepts for a
manager. These principles combine to form perhaps the most important function of
the principles of management. Most experts believe managers cannot be effective
unless they plan. A large part of planning is decision making. Since planning was
discussed in the last lesson, much of this lesson will consider decision making.
Managers must not shy away from making the decisions that impact themselves, their
employees, and their organization. Some decisions are simple and some require
much effort to effect the organization in positive ways and achieve organizational
objectives.

OBJECTIVES
1. Define planning in an organizational setting
2. Describe the steps in the planning process
3. Explain the importance of strategic planning to an organization
4. Identify the two components in the process of decision making
5. Describe the context factors associated with decision making
6. Explain the decision support process

DURATION
75 minutes

SPECIAL NOTES
Much of the Decision-Making information was taken from the notes of Dr. Lynda
Kilbourne, professor of Organization Change, Strategy, and Management, Xavier
University, Ohio. Dr. Kilbourne rfeceived her Ph.D. from the University of Texas, at
Austin, 1990.

INTRODUCTION
State your topic and introduce yourself.

ATTENTION
You are probably asking, Didnt we just cover planning in the last module? Yes, we
did, but most experts believe that planning is the most important function of a
manager. Careful, deliberate planning can pave the way for success for any manager,
and because of that, planning is worthy of studying in more detail.

MOTIVATION:
This lesson should be one of the most important you have in the Corporate Learning
Course. As a manager, or soon to be a manager, practicing the ideas we will discuss
this hour can definitely help you be more effective.

OVERVIEW:
Well begin by discussing planning. In some ways this is a continuation of the
Management module, but we will go into more detail. We will define planning and
talk about important steps necessary to effective planning. This sets the stage for a
discussion about decision making. Decision making is crucial to effective managing.
Well cover some suggested steps toward good decision making and look at this topic
a little closer.

LESSON:
Planning determines how an organization can get to where it wants to go. Planning
determines what an organization will do to accomplish its objectives. The
fundamental purpose of planning is to achieve your objectives. In order to do that
planners must keep in mind the organizations mission, environment, resources, and
values. All of these play a part in successful planning.
An important point about planning is that it helps managers think beyond the daily
activities that surround them. It helps them plan for the future and be ready for
challenges.
Planning Process
There are several models that could be used for planning, but they are all very similar.
This one should work fine as an example of effective planning.
The planning process contains six steps:
1. Stating organizational objectives this is a necessary beginning point of successful
planning and should remain a focal point throughout the planning process.
2. Listing alternatives for reaching objectives managers should list many different
ways to possibly reaching the objectives.
3. Developing assumptions about each alternative managers should spend time
thinking about what might happen depending on which alternative is chosen.
Managers need to use their knowledge and experience to make solid assumptions.
4. Choose the best alternative evaluate the assumptions and choose the best
alternative.
5. Develop plans to pursue the chosen alternative manager begins to develop
plans.
6. Put the plans into action this is where the organization benefits from all the
planning.

DISCUSSION QUESTION:
Ask for examples of when students used some kind of process in planning an activity.

Types of Planning
Strategic
Tactical
Contingency

DISCUSSION QUESTION:
When we think of the different types of planning what comes to mind? Someone
should say strategic planning, and this is where you want to start.
Strategic planning is a very popular concept that has been around for years.
Certainly, it is safe to say that most if not all companies and organizations spend time
on their strategic plans. Strategic planning is defined as long-range planning that
focuses on the entire organization. Strategic planning involves managers at the
highest levels. Executive directors and presidents, leaders of the organization, are
involved. They must have a part in where the organization is headed and how it will
get there. The leaders are asking what must be done in the long run to achieve the
organizational goals and objectives. Three years or longer is usually considered long
range; however, many organizations seem to think five years is the right amount of
time for planning long term. The nature of strategic planning is to develop strategies
for achieving your objectives. Strategies must of course be consistent with the purpose
and mission of the organization.
Tactical planning is characterized as short-term planning. This type of planning is
usually confined to one year or less. It is more concerned with current operations, and
as such, usually involves mid level managers instead of the highest level managers.
Tactical planners are thinking about tomorrow and next week or next month and
planning is much more detailed than strategic. Strategic is more broad.
Contingency planning is worth a brief mention. This is a term that is frequently
used within organizations. It simply means what does an organization do when
something unexpected happens or when something needs changing. No matter how
effective a manager is, circumstances can change that will necessitate plans to
change. This is where contingency plans can be very helpful. Contingency plans may
cause a manager to go back to the original planning and look at other alternatives.
Circumstances may dictate that a particular strategy didnt work and now a different
plan must be used. Contingency planning is kind of the what if way of thinking.
Contingency planning should continue to be more important with organizations as the
world and businesses become more complicated.

DISCUSSION QUESTION:
Ask for examples of some successful strategic, tactical or contingency plans. Have
students draw from either personal or professional experiences.

DECISION MAKING
In the past, decision making was thought of as a management function all by itself,
but now almost everyone places it with planning. Regardless of how you view it,
decision making is a critical part of being an effective manager. Managers make
dozens of decisions everyday. Many are quite small but some are huge. Your success
as a manager depends on how well you make decisions.
A decision is a choice between alternatives and decision making is the process of
choosing one alternative over the others. Making good decisions should be a process.
It is a process of identifying problems and resolving them, or of identifying
opportunities and taking advantage of them. The process is made up of two
components:
Judgment a process of evaluating alternatives
Choice a process of selecting a specific alternative to implement
Judgment can occur without being followed by choice. However, some level of
judgment will always precede choice.
Characteristics of Human Information Processors
Selective perception - Because human beings can handle only limited amounts of
stimuli simultaneously, we all choose what we will attend to and what we will ignore.
The key to successful organizational decision making is to select the relevant
information and ignore irrelevant information.
Framing - This refers to how a decision is oriented and organized. A typical dichotomy
of framing is for a choice to be represented as a problem to solve versus an
opportunity to take advantage of. Another is positive versus negative. Framing is
important because different outcomes result depending upon how the decision is
framed, even when the decision maker has the same information.
Escalation of commitment to a failing course of action - Failure to ignore sunk costs
(investments that are already gone and cannot be recovered) and see that the original
choice is not achieving--and will not achievethe initial objectives. The sunk cost
doesnt have to be financial. It can be just personal effort and self-esteem that
someone has invested in a course of action. To avoid admitting error or defeat, or
humiliation, the decision maker continues to invest more and more in the original
choice.
Risk propensity - The orientation of the decision maker to either seek risk or avoid it.
While each of us has an individual risk propensity, all of us are typically risk seeking
for gains and risk averse for losses. This means that if something has been working,
we will continue to do more of the same even though the situation has changed.
Coupled with selective perception, framing, and escalation of commitment, this
phenomenon of choice can have dire consequences of overly conservative behavior to
the point that we fail to be creative.
Hindsight bias - this is the inability of a decision maker to remember correctly the
circumstances that existed prior to implementing a choice once action has been taken.
You can recognize this behavior when someone says, I KNEW that was going to
happen! This is a problem because we fail to learn from our decisions.

Over-confidence, complacency - Pilots know these two. Over-confidence is where we

give ourselves credit for being more capable than we actually are, particularly with
respect to risky situations. We take more risky actions than are objectively justifiable.
Complacency is becoming more comfortable with a situation than is warranted by the
level of risk that objectively exists (Kilbourne, 2006). Both of these can cause us to
make poor choices.
These characteristics influence judgment and choice processing, often in very negative
ways. Knowing that they exist and how they work allows us to be more vigilant with
how we process information and make choicesto the point of establishing decision
support systems to minimize these human information processing problems.
Context Factors for Decision Making
Degree of Certainty
|------------------|-----------------|--------------------|----------------------|
Certainty
Risk
Uncertainty
Ambiguity
Certainty: All information relevant to the decision is known or available to the decision
maker, including specific goals, alternatives, and outcomes associated with each
alternative action.
Risk: Decision maker has specific goals and good information relevant to alternatives,
but there is some risk associated with the outcomes of each alternativebut the risk
can be assessed.
Uncertainty: Decision maker has specific goals, but information about alternatives
and outcomes of alternatives is incomplete.
Ambiguity: The situation is so new or unclear that goals are vague, alternatives are
difficult to specify, and outcomes of alternatives are unknown.
Given what we know about individual risk propensity, this context feature can have
huge consequences to judgment and choice.
Urgency how quickly do you have to decide
Importance how much impact will the decision have
Life-span of Problem/Opportunity how likely is the issue to go away on its
own

Creating a Decision Support Process

The steps in this Decision Support Process mimic the steps of the Classical model of
decision making. The goal of establishing a Decision Support Process is to create
opportunities and structures to enable yourself or others to move complex, ambiguous
decisions into the realm of objective, rational processing where possible. In so doing,
you require yourself to work through more information in the judgment process than
you might otherwise, generating more alternatives, which should result in sounder
choices.
1. Recognize need for a choice build in scanning and feedback systems with the
intent to notice when problems or opportunities exist.
2. Diagnose causal relationships use theory and analysis to find cause-effect
relationships, enabling you to create impactful interventions or strategies.
3. Identify criteria for evaluation of alternatives and establish weights for criteria.
Before you ever start looking for alternatives, decide what is important in choosing
between options. How will you know a good one from a bad one? Especially in
situations where you face strong opposition, this is a good place to start to build
common interest and good will.
4. Identify all relevant alternatives. Build in time, whenever possible, to generate
many alternatives. Especially in ambiguous situations, this can be very important in
generating what if scenarios. This will preclude your being blind-sided.
5. Assess each alternative against the criteriathe judgment process. Be sure you
stick to your criteria and their weights as you proceed from alternative to alternative.
Here, it will be important to avoid filling in missing information.just because you
dont have a piece of information about one alternative, doesnt warrant that
alternative getting a very low or very high score.
6. Determine score for each alternative. This involves simple additiondont
cheat!
7. Choose alternative with best score. This is a simple comparison with the highest
or lowest score winning. Again, dont cheat!!!
Note that these steps could be used with every decision mode except intuitive.to
create information input to be used in building coalitions, creating background for
voting, etc.

Decision Making Steps

There are many decision-making models. Here is another that is not nearly as
insightful as the one above, but it is one that many of the students will be familiar
with.
1. Identify the problem. The first step is to recognize there is a problem and a
decision must be made. Some people just react to problems, but good managers seek
to understand the problem. Defining and clarifying the problem helps. Decision
making is essentially a problem-solving process. This involves understanding the
situation and trying to resolve it.
2. List alternatives. Managers need to develop a list of possible courses of action that
will solve the problem. Managers must look for standard answers and also creative
answers. The technique brainstorming is an example of creative thinking that can
take place between a manager and the subordinates. In brainstorming, everyone
comes up with as many alternatives as possible. A critical point about brainstorming
sessions is that no criticism should be allowed. You want to foster a nurturing
environment where everyone will feel like contributing. Shooting down an idea will
stop the free flow of exchange.
3. Select the best alternative. In some models, the next step is evaluating your
alternatives, but we are combining the evaluation with the selection. Evaluating is
part of selecting. As part of the evaluation, you should list the potential effects of
each choice. You should also weigh the advantages and disadvantages. Discuss those
effects and make the decision based on what is best for the organization.
4. Implement the chosen alternative. Put the alternative into action. This is critical.
All of your successful analysis wont do any good if you are afraid to act. Whether the
implementation is easy or hard, you must take action.
5. Evaluate. Earlier we evaluated the alternatives, but now this final step means to
evaluate the action. This is done with feedback. Collect the best feedback you can.
If the problem is not resolved, a manager must go back through the process and look
at other alternatives.

DISCUSSION QUESTION:
Ask for examples of first, good decisions, but then also ask for examples of some
decisions that didnt work well. Ask whether the students employed a system for
making the decision. Use this as a review of the process. A discussion could ensue
about changing the five steps from above. That is certainly permissible. Many models
have six steps and many are slightly altered versions of this. Use whatever works for
you and your class.

Models of Individual Decision Making

Classical aka Rational, Economic
Assumes decision maker will always choose the best alternative, maximizing
gain or minimizing loss/cost.
Assumes all relevant information about alternatives is available, that criteria
for choice are known and unchanging, and that weights assigned to criteria are stable.
Note: this model is normative in that it is what we ought to do.
Therefore, this is the basis for formal decision support processes.
Because it is the objective approach to making decisions, it is the
approach most business managers would say they use all the time. However, the
assumptions are impossible to meet in most real organizational settingscertainly for
those situations where there is ambiguity and risk, so the best a manager can achieve
is structure the decision process to have judgment and choice be as close to rational
as possible.
Administrative aka Behavioral
Assumes decision maker cannot choose the best alternative because of the
constraints on individuals cognitive capability, information flows, and other constraints,
so they choose the best alternative that is known at the time the decision must be
made.
Assumes all relevant information about alternatives is unavailable, that
criteria for choice are not known and/or are unstable.
Note: this model is descriptive in that it describes how people make
decisions in reality. Therefore, this provides the motivation for creating decision
support processes, including the types of things they should contain to avoid problems.

Intuitive aka Seat of the Pants Selection

Assumes in situations where information is unavailable and/or time
constraints are high, an expert decision maker can choose wisely, but quickly, using
gut feelwhich has actually been shown to be choosing by recognizing patterns
than the decision maker has encountered before.
Note: this is a useful technique for the creative process.

Political
Assumes different perspectives/preferences, exists for criteria, relevant
information, alternatives, and outcomes, and that more than one person will be
involved in the choice. Assumes decision makers build coalitions to support their own
preferred outcome.
Note: this is a useful approach where there are multiple options to choose
between, where none is clearly better than the others, and where building consensus
through negotiation can improve move the group to choice. While labeling a process
as being political is typically considered derogatory, this approach can be positive.
Every organization has political behavior occurring. To insure the politics remain
positive, leaders should make sure information flows to all parties.
Social

Assumes some decisions are of little consequence for the organizations

mission, but that many individuals have preferences for alternatives and outcomes.
Assumes maximizing the satisfaction of the majority of stakeholders is the
key to success, so votes are often used.
Note: the social model is most often implemented in the United States by
using a democratic voting process. Such a vote allows those who are concerned to
influence the outcome, while those who are not can abstain.

SUMMARY
This lesson took a closer look at one of the four management principles, planning and
at a very important part of planning, decision making. Review the steps of both with
the class.

EXERCISE:
WINTER SURVIVAL EXERCISE
Introduction
Divide class into two or three groups of 5-7 people. Select an observer for each
group.
This activity is a decision-making exercise. The observers should pay attention to the
interaction between members and how decisions are made. Also, the observers
should take note of how people respond when their ideas are accepted or rejected.
Notice who is dominant and who isnt; who is active and who isnt; and who influences
the group and who doesnt. The observers should actually take notes so they can
discuss what they saw.
The Situation
You have just crash-landed in the woods of Northern Minnesota and Southern
Manitoba. It is 11:30 a.m. in mid-January. The small plane in which you were
traveling has been completely destroyed except for the frame. The pilot and copilot
have been killed, but no one else is seriously injured.
The crash came suddenly before the pilot had time to radio for help or inform anyone
of your position. Since your pilot was trying to avoid a storm you know the plane was
considerably off course. The pilot announced shortly before the crash that you were
eighty miles northwest of a small town that is the nearest known habitation.
You are in a wilderness area made up of thick woods broken by many lakes and
rivers. The last weather report indicated that the temperature would reach minus 25
degrees in the daytime and minus 40 at night. You are dressed in winter clothing
appropriate for city wear suits, pantsuits, street shoes, and overcoats. No ones cell
phones or computers work.
While escaping from the plane your group salvaged the 15 items listed below. Your
task is to rank these items according to their importance to your survival. The group
has agreed to stick together.

Winter Survival Decision Sheet

Rank the following items according to their importance to your survival, starting with
1 for the most important and proceeding to 15 for the least important:
___ compress kit (with 28 ft, 2in. gauze)

___ sectional air map made

of plastic

___ ball of steel wool

___ 30 feet of rope

___ cigarette lighter (without fluid)

___ family-size chocolate bar

(one per person)

___ loaded .45-caliber pistol

___ newspaper (one per person)
___ compass

___ flashlight with batteries

___ quart of 85-proof whiskey

___ two ski poles

___ extra shirt and pants for each

person

___ knife

___ can of shortening

WINTER SURVIVAL EXERCISE

Background Information
None of this information should be shared with the participants until after the task
is completed. Mid-January is the coldest time of the year in Minnesota and Manitoba.
Therefore, the first problem the survivors face is preserving their body heat and
protecting themselves against losing any body heat. This problem can be met by
building a fire, minimizing movement and exertion, and using as much insulation as
possible.
The participants have just crash-landed. Many people will overlook the
tremendous shock reaction to this on the human body, plus the death of the pilot and
co-pilot increases the shock. Decision making under these conditions is extremely
difficult. The situation requires a strong use of reasoning, but also calls for reducing
fear and panic. Along with the fear will be feelings of helplessness and hopelessness.
Reasoning will bring hope for survival and a will to live. Certainly the state of shock
means the movement of individuals should be at a minimum.
Before taking off the pilot had to file a flight plan, so, search and rescue efforts
would begin shortly after the plane failed to reach its destination on time. The eighty
miles to the nearest known town is a very long walk even under ideal conditions.
Under the circumstances of being in shock, dressed in city clothes, having deep snow
in the woods, and the many water barriers to cross, to attempt to walk out would
mean certain death from freezing and exhaustion.
Once the survivors have found ways to keep warm, their most pressing problem is
to provide signaling methods to attract the attention of search planes and search
parties. Thus, all the items must be assessed according to their value in providing
signals.

Winter Survival Exercise Scoring Key

The correct scoring was provided from survival training U.S. Army experts.
1.

2.
3.

4.

Cigarette lighter without fluid. The gravest danger facing the group is
exposure to the cold. The greatest need is for a source of warmth and
second is for signaling. Building a fire should be the first order of business.
Without matches they need a spark. Even without fluid the cigarette lighter
can be used to produce sparks to start a fire. A fire will produce warmth
and signal search parties.
Ball of steel wool. Something has to be used to catch the sparks made by
the lighter. Steel wool is the best substance to catch and support a flame,
even if it is a little bit wet.
Extra shirt and pants for each survivor. Clothes are probably the most
versatile items in a situation like this. Besides warmth, they can also provide
shelter, signaling, bedding, bandages, string when unraveled, and tinder for
fires.
Family-size Hershey bar; one per person. To gather wood for the fire and to
set up signals, energy is needed. The Hershey bars would supply energy for
some time.

5.

6.
7.

8.
9.

10.
11.
12.

13.

14.
15.

Can of shortening. This item has several uses. The lid can be mirror-like,
and shining it with steel wool will make it even more reflective. Reflecting
the lid off the sun may be the best signal for search planes. Shortening can
be rubbed on the body to protect skin from the cold. Small amounts could
be eaten if desperate. Melted shortening when soaked in cloth could make
a candle. The can is useful for melting snow for water and as a cup.
Flashlight. During the night the flashlight is the best signaling device. The
value of the flashlight lies in the fact that if the fire burns low or goes out,
the flashlight can be immediately turned on the movement of a plane.
Piece of rope. The rope is another versatile piece of equipment. It could be
used for pulling dead limbs from trees. The rope could be cut and used for
making shelters. It can be burned. When frayed it can be used to tinder a
fire.
Newspaper; one per person. Could be used for starting a fire. It could be
used as insulation when rolled up and placed under clothing. It could be
rolled up and used as a cone for yelling.
.45-caliber pistol. It can be a sound signaling device. The butt of the pistol
could be a hammer. Powder from the shells could be used for building the
fire. At night, the blast from a gun can be seen as well as heard. It could
be used for hunting, but it would take a skilled marksman to kill an animal.
Knife. It is versatile but not that important is this setting. It could be used
for cutting rope and for cutting pieces of wood for the fire.
Compress kit with gauze. You can wrap gauze around exposed areas of the
body for insulation. The gauze could be a candlewick. It could be tinder for
the fire. It is ranked low because of the small supply.
Ski poles. They arent very important, but they can be a flag pole for
signaling. They can help someone walking through snow looking for wood.
You could use them for testing the thickness of ice and for a pole for a
shelter.
Quart of 85-proof whiskey. Only use is for helping fuel the fire. You could
soak some clothing with whiskey for a torch. Whiskey takes on the
temperature it is exposed to, and therefore, a drink at minus thirty degrees
would freeze a persons esophagus and stomach. You could use the bottle
for storing water.
Sectional air map made of plastic. A dangerous item because it would
encourage people to walk to town-thereby condemning them to almost
certain death.
Compass. Also a dangerous item that would encourage people to walk to
the nearest town. Only use would be the glass might be a reflector.

Winter Survival Decision Sheet

Rank the following items according to their importance to your survival, starting with
1 for the most important and proceeding to 15 for the least important:
Here is a way to evaluate the group effectiveness: take each items ranking and
compare it to the ranking the group gave it; subtract the difference and repeat this for
each item; then add the total amount; this will gave the group a number that can be
compared to the other groups. The lowest number is the best.
11 compress kit (with 28 ft, 2in. gauze)

14 sectional air map made of plastic

ball of steel wool

30 feet of rope

cigarette lighter (without fluid)

family-size chocolate bar

(one per person)

loaded .45-caliber pistol

newspaper (one per person)

flashlight with batteries

15 compass
12 two ski poles
10 knife

13 quart of 85-proof whiskey

3

extra shirt and pants for each person

can of shortening